1. 1 Five Specific Techniques for Handling Objections 1. Feel, Felt, Found Answer it by referring to a third party and using that experience as your “proof or testimony” If the source is reliable or reputable, this can be especially successful 2. Compensation or Counterbalance Method Admit the objection is valid Describe some counterbalancing benefit

2. 2 3. Deny the Objection Direct denial Direct denial involves refuting the opinion or belief of a prospect Considered a high risk method of handling buyer resistance If buyer resistance is not valid, there may be no other option than to refute it by providing accurate information Be firm in stating your beliefs; be sincere and don’t be defensive Five Specific Techniques for Handling Objections

3. 3 Indirect Denial - Sometimes prospect’s objection is valid, or at least accurate to some degree Best approach is to acknowledge that the prospect is correct It initially appears as agreement with the customer’s objection If done in a natural, conversational way it will not offend the prospect Rephrase or have the prospect rephrase Blame yourself Give the facts that answer the objection Five Specific Techniques for Handling Objections

4. 4 4. The Boomerang Method Turn the objection into a reason to buy A trial offer lets prospects try product without obligation to buy Popular with customers because they can get fully acquainted with a product without making a major commitment Five Specific Techniques for Handling Objections

5. 5 5. The Comparison Technique Value analysis - Determine the best product for the money Comparison of your product’s features, advantages, and benefits against competitors Comparison of long-run costs and savings Evaluation of the buyer’s present product Helps determine if the buyer would benefit more from a higher-priced, better-performing product Five Specific Techniques for Handling Objections